Sharing leads on lost clients???

TransAction

TransAction

Well-Known Member
Apr 7, 2011
784
362
63
20
Hey All,
I have been thinking of a way that we might all be able to help each other and benefit from clients we have lost due to circumstances out of our control. I have a list, as I am sure we all do of some pretty good shippers where because of a service failure due to making the mistake of using an less than professional, unreliable vendor that we all complain about on this site, they make the decision not to use our companies again.

If I am not getting the business, someone has to be doing it and I would at least like the benefit of passing on the leads and receiving some in return.

Thoughts???
 
  • Like
Reactions: Igor Galanter
I know some carrier sales people who have used this strategy for years. Rather than back solicit they will trade off "leads" with a buddy who runs the same lane for moves that they handled through a 3pl and are not getting anymore. It cant be tracked back to the carrier making the sales call since they never handled it before. Not right, but desperate times will create desperate measures.
 
A company that takes information from paperwork provided them (confirmation, BOL, etc) and turns them into leads via a salesperson (or driver) is far different than people exchanging information willingly and openly.

Apples and oranges.
Mike
 
I suppose that there are many ways for a broker or a carrier to secure some new business. I tend to favour the old fashioned approach, go out into the world and knock on some doors. Yes, it can be extremely frustrating, often times very thankless, and requires a thick skin and steely resolve. However, like most things in life, if it has any value, it usually requires some degree of hard work to obtain. In other words, there is no "easy ride" to acquiring new customers. Sure, if someone on this site has an "ex" customer and they want to pass the name along to other members, go right ahead. It is safe to say that every carrier and every broker represented here, has spent lots of time and money developing their customer base, which is why I think everyone is opposed to even the slightest hint of back-soliciation, in whatever form it might take.
 
I am a little confused here on how this is considered back solicitation in any form. All I am saying is I have a list of clients where they don't use us any more for one reason or another and I am sure there are other's out there with the same. All I was suggesting is an exchange of this info. I have no idea who they are using now, I just know it is not me. To me, back solicitation is when a vendor of yours is knowingly going after the end payer in order to cut out the middle man.

PM me if you are interested in pursuing this further.
 
  • Like
Reactions: Igor Galanter
Wouldn't it be more prudent as a company to re-assign to another sales rep first (if you haven't already done so). I've done that with more success than you might think. Some customers felt smothered by certain reps and just want to be left alone. Other customers need coddling but didn't receive it for whatever reason. Some reps are very "hands on"... others not so much... sometimes it's just a personality conflict. I'd certainly try shuffling the deck before mailing your dead accounts to a colleague.

Just my two cents.
 
Nawk said:
Wouldn't it be more prudent as a company to re-assign to another sales rep first (if you haven't already done so). I've done that with more success than you might think. Some customers felt smothered by certain reps and just want to be left alone. Other customers need coddling but didn't receive it for whatever reason. Some reps are very "hands on"... others not so much... sometimes it's just a personality conflict. I'd certainly try shuffling the deck before mailing your dead accounts to a colleague.

Just my two cents.
Click to expand...
I can appreciate that and of course would rather keep the business myself. I am talking about instances where customers have put us on their DNU list as a company here, so no chance of the organization as a whole gaining their business back.
 
Most smaller carriers or 3pl's do not have sales reps. Securing new business is tougher than ever. The key today is having the information. If you can trade it off to someone else you know and trust who has a better chance of securing than you do I do not see anything wrong with it.
 
  • Like
Reactions: Michael Ludwig, chica123 and Igor Galanter
You must log in or register to reply here.
Top Bottom